It takes a lot of time and money to get your product ready to sell. But once it is ready, the tough work begins. Do you have what it takes to start selling your product or service?
Below are some tips on how to really get your prospects interested without really having to “sell” anything:
One of the core truths about sales that startups need to understand is the act of selling is not really about pushing products on people but more about solving a problem.
1. Alter your thought process.
As stated above, you need to pivot your thought process from how to close a deal to what problem you are trying to solve. Before listing off a product’s features, you should find out from the prospect what kind of pain points they have. If you can’t find a problem your product solves, it’s either the wrong market fit, it’s not a good product or your sales pitch needs to be tweaked to focus on solving specific problems companies face.
2. Always look to add value.
Don’t think that once a customer hands over cash for your product, the selling process is complete. All too often, sales people will contact the customer until closing the sale, and then once the deal is done, they hand off the person to the service team. This is a missed opportunity.
3. Empathize with your prospects.
Prospects get called by sales people all the time, and they can tell the difference between a sincere problem solver and an impatient sales person who doesn’t really care about their problems. Be a part of the former group and listen to your prospect and address their problems. The better you listen to what they need and not what you want to sell, the better your sales relationships will be.
4. Deliver an appropriate solution.
Prospects know when someone is just trying to sell them something, regardless if it is the right fit or not. Don’t be that person. Instead, provide a solution the prospect truly needs, based on their unique circumstances.
Going about sales in this way makes it easier to show how your product is the best solution to their problems.
Do you try to help your customers instead of trying to sell them?